Streamlining recurring revenue management with Oracle NetSuite
How Air Reply helped Trace One enhance revenue visibility, contract management and post-sales operations.
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Scenario
Selerant, now part of Trace One, is a global software company specialising in Product Lifecycle Management and compliance solutions for industries such as food and beverage, cosmetics and chemicals. Trace One acquired Selerant to strengthen its end-to-end PLM and compliance offering for consumer packaged goods companies.
As the business expanded internationally, its commercial, financial and operational processes became increasingly complex. Multiple contract models, recurring revenue streams and distributed post-sales activities required a more scalable operating model, capable of supporting growth while improving control, visibility and efficiency across teams and geographies.
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The challenge
Trace One needed to simplify the management of recurring revenue, contracts and post-sales operations. The company required a unified view of SaaS metrics such as ARR and NRR, clearer insight into renewals, upsell, downsell and churn, and a standardised way to manage billing, service activities and customer requests across international teams.
Solution
Air Reply supported Trace One with a tailored Oracle NetSuite implementation designed to combine standard ERP capabilities with the specific needs of a global SaaS business. Air Reply is specialised in the implementation and customisation of Oracle NetSuite full-cloud ERP solutions.
Integrated Financial & Operational Management
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NetSuite was introduced as a central platform to manage financial and operational processes within a single integrated environment. The solution enabled Trace One to handle different commercial models, including perpetual licences, term licences, cloud subscriptions and professional services, while supporting contract renewals, amendments, upsell and downsell scenarios.
Annual Recurring Revenue Dashboard
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To improve recurring revenue visibility, Air Reply developed a custom Suitelet dashboard focused on Annual Recurring Revenue. The dashboard allows users to analyse revenue trends over selected time horizons, monitor new business, upsell, downsell and churn, and navigate data by customer, product line and other key dimensions.
Post-sale process automation
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Post-sales processes were also redesigned in NetSuite. A customer-facing web form, automated workflows and routing rules were introduced to improve case creation, data quality, stakeholder alignment and service delivery.
Execution
The project started with an assessment of Trace One’s operating model, focusing on contract lifecycle management, revenue reporting and post-sales workflows. Air Reply then designed a scalable NetSuite architecture able to support both existing complexity and future business growth.
The implementation was structured around three core workstreams:
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Contract renewal and service management
Contract renewal and service management processes were configured in NetSuite, including timesheet functionality to track professional services activities and support effort-based invoicing.
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Advanced recurring revenue visibility
The ARR Suitelet dashboard was developed to provide a forward-looking view of recurring revenue and key SaaS metrics.
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Optimising post-sales operations
Post-sales operations were standardised through web forms, dynamic fields, automated routing and real-time notifications.
Results
The new NetSuite-based operating model improved visibility, control and efficiency across recurring revenue, contract and post-sales processes. Trace One gained a unified view of ARR and NRR, more structured management of renewals and billing scenarios, and standardised post-sales workflows supporting faster, more consistent service delivery across international teams.
Contact Air Reply for your Oracle NetSuite project
COMPANY
Trace One
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Trace one is a global software company specialising in Product Lifecycle Management (PLM) solutions for the food and beverage industry. Its platform supports companies in managing product development, regulatory compliance, and quality processes across international markets.
Selerant is now part of Trace One, a leading provider of PLM and compliance solutions, supporting organisations worldwide in accelerating product innovation and ensuring regulatory compliance.
Air Reply
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Air Reply specializes in the design and integration of Oracle's NetSuite Cloud ERP solution. With a specialized team, Air Reply supports companies in both the Italian and European markets, providing its clients with end-to-end support that, thanks to a solid understanding of business and regulatory processes, allows them to assist in both the review of business processes that need to be adapted to the Cloud model and in the design and implementation of customized applications.